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The 6 Sales Coaching Fundamentals Every Coach Needs

 

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The 6 Sales Coaching Fundamentals Every Coach Needs

Just like in sports, the goal in coaching is to constantly improve. Statistics from the Miller Heiman Group shows Sales Coaching is one of the most critical roles a sales manager plays. Sales Coaching is the number #1 activity to improve business results, and it is the most effective way of improving the performance of salespeople and sales teams.

 

“Sales Coaching begins within the heart and head of the sales manager. Effective sales coaching is all about helping your sales people not only to get better at what they do, but to equip them to become the best version of themselves.”

 

These 6 Sales Coaching Fundamentals will show you all you need to significantly improve sales performance and to be a great sales coach.

 

Coaching is all about People First – It is His or Her Improvement that is being Strived For! It’s not about the structured process, but all about generative relationships that occur at the intersection of two people’s life experiences, where Authentic Connection is the Key. “As a Sales Coach, remember; the Coachee is a person – treating them as such and not objectifying them will drastically increase the chances of building a mutually beneficial working relationship.”

Coaching needs a Positive Mental Attitude to embrace and develop the importance of positive thinking as a principle to success. ‘Positive mental attitude’ is the philosophy of having an optimistic disposition in every situation in one’s life attracts positive changes and increases achievement. The key to having a Positive Mental Attitude is to stay focused on the task and taking positive action. As Pablo Picasso says: “Action is the foundational key to all success.” Encouraging and providing compliments in contrast to judging and effectively shortcutting the road to improvement is essential to ensuring the acquirement of a positive relationship. It is of vital importance to give compliments based on the completion of said task, but also the effort put in to it – merely complimenting on the completion of a goal does not sufficiently stimulate and encourage sales reps.“Coaching needs a Positive Mental Attitude; people enjoy working with, buying from and getting around positive people, Always!”

You can be good at coaching and enjoy it at the same time – It is ingrained in human nature to respond positively to soothing and motivating environments, people will work faster and more efficiently if they enjoy their work. If we aim to be successful in coaching, and thus, strive to improve the skills of a sales rep across all borders, it is important that we ENJOY doing so. Once we lose interest and enjoyment, we lose motivation. Coaching and being coached is an act of balancing, it requires two people sharing a mutual goal. To be an effective coach, you have to be effective at balancing personal involvement and being professional. “Coach: You can be Good at Coaching and have Fun, because when you do, you are Engaged. Engaged Coaches do a Better Job, get Better Results and have a Much Greater Positive Impact.”

Coaching is a win – win – Both the coach and coachee are striving for the same result – improvement. The process of coaching involves two people, the coach and the coachee – no improvement can be gained when striving blindsightedly for individual improvement, you have to work together, effectively doing so requires insight, compromising and motivation. In Every Coaching Process, it is important to make sure that the Coachee is Responsible. After all – “It’s His or Her Improvement that is being Strived For!”

Coaching is a Lifelong Learning process of goal-oriented-education. Education involves an instructor and so does coaching. It emphasizes the power of humans being able to change as well as the importance of continuous self development through ongoing education. According to Wikipedia: “The concept of lifelong learning has become of vital importance with the emergence of new technologies that change how we receive and gather information, collaborate with others, and communicate.” Personally, I like to see coaching as a management discipline where leaders are also part of this process of self-reflection, self-awareness and learning. Every member of the sales team is involved, and there is a constant, two-way-street alignment of feedback. “The Key Challenge for Sales Managers is to Separate their Management Role From their Coaching Role.”

Coaching is all about being a Coach – Seeing and Conducting yourself as a Sales Coach. The world of sales, with its varying components is ultimately about results, deals and margins – all outcomes of a successfully undertaken sales process. To dramatically increase the positive impact on the whole sales team the sales manager needs insight into these three areas: Alignment, Motivation, and Performance. So therefore it is of critical importance that the sales manager sees and conducts himself as a Sales Coach, because the Sales Manager’s practice is, above all, that of a coach.”The Key to being an Effective Sales Coach lies in the Realization that, in order to be an Effective Sales Coach, you have to See and Conduct Yourself as a Sales Coach.”

 

The 6 Fundamentals of Being an Effective Sales Coach ●  Checklist

  • As a Sales Coach, remember; the Coachee is a person – treating them as such and not objectifying them will drastically increase the chances of building a mutually beneficial working relationship.
  • Coaching needs a Positive Mental Attitude; people enjoy working with, buying from and being around positive people, Always!
  • Coaching and being coached is an act of balancing, it requires two people sharing a mutual goal. To be an effective coach, you have to be effective at balancing personal involvement and being professional. Coaching is a very goal-oriented process.
  • In Every Coaching Process, it is important to make sure that the Coachee is Responsible, after all, It’s His or Her Improvement that is Being Strived For!
  • Coaching is a management discipline where leaders are also part of this process of self-reflection, self-awareness and learning. Every member of the organization and sales team is involved, and there is a constant, two-way-street alignment of feedback.
  • The Key to Being an Effective Sales Coach lies in the Realization that, in order to be an Effective Sales Coach, you have to See and Conduct Yourself as a Sales Coach.

 

By consistently following these 6 fundamentals to effective coaching, Sales Managers will significantly improve: ★ their own performance ★ the performance of the individual sales person and ★the performance of their whole sales team.

 

“Effective sales coaching is all about helping your sales people not only to get better at what they do, but to equip them to become the best version of themselves.”

© Published by Kitty Scheperman November 17th, on LinkedIn 2016 Image Credit: ShutterStock

Kitty SchepermanThe 6 Sales Coaching Fundamentals Every Coach Needs
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